The New Face of LTC – It’s a Matter of Having the Conversation

Bruce Beaty, ChFC, RICP – VP Business Consultant

Wow! This segment of the industry has changed. My grandmother sold nursing home insurance for a brief time.  When it came time to use it, it was a very good policy and it required her to be in a nursing home.  The problem was the she wanted to be at home.  She was in her mid-80s and prone to falls.  Grandfather, 13 years her senior, couldn’t care for her so off she’d go after a fall, then back home she’d come…and another fall, and back in again.  So what is the point?

People want to be at home, around their familiar belongings, nearby their families.  Let’s be honest, once someone goes into a care facility the kids don’t come around as much, and the grandkids, (you know that nursing home smell) yeah not so much either.  Besides, it’s expensive!  Institutional care can devastate a family’s finances, not to mention the impact these care costs can have on the insurance carriers.  Look at all the companies who left this space and/or sold their blocks of business.  I swear there is an island of misfit LTC actuaries out there who were ostracized for mispricing LTC and guessing completely wrong on lapse assumptions.

Enter a new world of living benefits.  We talked a lot last month about Legacy Planning.  I think living benefits are a big part of this conversation.  Living benefits allow folks to leverage their assets whether they live too long, die too soon, or their bodies quit before they do.  Who knows which risk to insure for?  Think about it.  If we are creating income floors to provide lifetime income that cannot be outlived with income riders on annuities, why not throw in a doubler that could pay for in-home care for a bit (usually up to 5 years) thereby taking longevity and morbidity risks off the table.  Besides, if I need care I’d rather the caretaker come to my house than to get stuck in a nursing home, at least for as long as it is reasonable.  Besides, think how much less it costs for a home health-aid than paying out $10-$12k per month for institutional care.  Bonus:  Since many clients are looking at Roth conversions, why not throw in an income rider with an LTC doubler so the benefits are all tax-free and you get a tax deduction if you spend more than 7.5% of AGI on health costs.  So there you go! (unless the tax code changes again).  By the way, the same conversation applies to living benefits in life policies. Actually, there is a policy with a lifetime income benefit, critical, chronic, terminal illness, and a critical injury benefit…talk about your Swiss army knife of coverage!

Don’t get me wrong, I think we all should have bought a 10-pay policy back in the 90s when everyone was healthy and the premiums were affordable, but hey, not everyone did.  Traditional LTC is not dead, but in my experience by the time most humans choose to acknowledge their own morbidity, they are either too old, too sick, or the premiums are just too high. 

I know many advisors who are “anti-income rider” and just want to sell the best accumulation product keeping the withdrawals at a reasonable level…everything will be great.  Personally, being a risk-averse and overly protective person, I like transferring the risk away.  Think about all the risks that annuities (and life) and other planning products remove from our clients’ lives between now and the day their estate is settled.

  1. Longevity risk (withdrawal rate risk)
  2. Inflation risk
  3. Morbidity risk
  4. Mortality risk
  5. Market risk (consumer behavior risk)
  6. Sequence of return risk
  7. Interest rate risk

All of this is integrated into the care continuum.  Having a strategy around declining health, its’ commensurate costs and challenges, with a focus on quality of life as we age can all be accomplished with proper planning, be it traditional LTC or innovative products with enhanced living benefits. The right answer is out there for all your clients.  It’s just a matter of having the conversation.

Beneficiary Reviews: Extremely Important, but Often Overlooked

Sam Payne, RICP, VP Business Consultant

Beneficiary designations are incredibly important, but often misunderstood or not understood at all by those who are preparing to leave a legacy.  

Many people believe that a trust will handle the distribution of assets like life insurance, IRAs, retirement plans, annuities, and some employee benefit plans. In fact, these assets are all controlled by beneficiary designations. Understanding how to properly name beneficiaries, and how to avoid common mistakes in beneficiary designations, is key to ensuring that assets end up where intended.

If you don’t designate a beneficiary to receive these assets after your death, it’s possible that the assets will be distributed to someone other than who you intended. For example, some custodial
agreements will automatically default to the spouse, and if there is no spouse, then to the owner’s surviving children, and then to the estate. This is a helpful default in the case of no beneficiary designations, but it doesn’t ensure your assets will go to the person you would have chosen.

Our financial advisor role gives us an unparalleled advantage to assure that our client’s legacy intentions are fulfilled.  A simple but incredibly important part of planning is to make sure we have a conversation about those desires with our clients, and follow-up by reviewing all beneficiary designations on accounts that have a beneficiary designations possible.  The most common accounts or policies that we will have in our view include Life Insurance and Annuities. But don’t stop there.

In addition to reviewing the obvious accounts, spend some time reviewing bank checking and savings accounts, retirement accounts, bonds and investment accounts for “Transfer on Death” beneficiary designations. 

In reviewing these designations you can help your clients stay current and avoid unintended consequences. Failing to update these designations after life events such as births, marriages, divorces or other changes in relationships or family dynamics may result in either assets being distributed to unintended recipients, or failing to be distributed to someone you did intend to include but never got around to including.

Some of the common beneficiary designation mistakes, aside from not naming one at all, would include:

Naming the estate as beneficiary – while this may eventually result in your heirs receiving the assets you intended, it is not the most efficient way to do it.  This can also result in greater costs to the estate in the form of taxes and probate costs, and provides substantially less flexibility when it comes to how and when the assets are distributed.

Naming a trust as beneficiary – While this is possible, the unintended consequences of naming a trust as beneficiary for some accounts, if realized, may be substantially greater than the decedent ever intended.

For example, designating a trust as the beneficiary of an IRA can be an effective estate planning tool.  However, this already complex topic has become even more complicated by the passing of the Secure Act. It is effective only if all the parties involved—especially the IRA owner, the IRA custodian, the trustee of the trust, and any attorneys representing the beneficiary—agree on the interpretation of the provisions of the trust and applicable laws. Conflicting interpretations could result in a delay of disposition of the assets and can be quite frustrating for those involved.

Naming minor children as beneficiaries – If minor children have been named as the beneficiary of your life insurance policy, then it can become legally complicated.

Minor children cannot inherit money directly. Instead, the state would appoint a legal guardian if you hadn’t done so, which is a lengthy and costly process. That guardian would then determine how the money is managed and spent—and it may not coincide with your wishes.

If you want the money to benefit a child while the beneficiary is still a child, then you must set up a trust and appoint a trustee. The simplest way is via the Uniform Transfer to Minors Act, which is free — you just appoint a trusted, responsible adult to handle the money on the child’s behalf.

As you can see, naming beneficiaries is incredibly important, and designations should be reviewed on a regular basis.  I believe, as we approach the end of the year, the time to hold beneficiary reviews with your clients is now.  By having the conversation, you will be able to identify their wishes, educate them on the importance of proper beneficiary designations, and assure their stated desires are fulfilled. 

Living a Life of Significance: How Legacy Planning Diverges from Estate Planning

Bruce Beaty, VP Business Consultant

What Is Estate Planning?

The arranging for the disposition and management of one’s estate at death through the use of wills, trusts, insurance policies, and other devices.

Therefore, Estate planning is about death. Death, taxes, probate (avoidance), courts, attorneys, accountants, executors, trustees, documents, fees, delays, fighting and frustrations. Estate planning can also infer that one has an estate. The implication then is that estate planning is reserved exclusively for the wealthy.

Legacy planning however, used as a synonym for estate planning, carries a different connotation altogether.

“A Legacy is what you leave behind in others; the planning we are doing right now gives them the capacity to act on that gift.”

Levi Sherley, Asset Advisor

An important question that we begin asking ourselves as humans more frequently with each passing year is something along the lines of, “How can I make a positive impact in this world beyond myself and my end date?”, and “How can I make life easier, better, and more significant for my child, community, or even strangers I may never meet?”

You see I believe we have a moral obligation to help as many people leave a legacy of significance for their people. Yes this means good estate planning (for everyone who has any level of assets) but it is so much more.  Let’s close on what this really means.

Legacy Planning consists of the following:

The Estate Planning Component:

  • Properly funded Trusts to avoid probate.
  • Non-Trust Assets properly structured with POD, TOD and updated beneficiaries.
  • Well-structured Wills, designating important items going to the right people.  (Imagine the family wars created when people decide to let their heirs sort it out!)
  • Advanced Directive so difficult decisions do not have to be debated by loved ones.
  • Financial Powers of Attorney so that important transactions can continue if someone is incapacitated. 
  • Healthcare Power of Attorney designating who should make important decisions if my body quits before I do.

The Legacy Component:

A Family Love Letter allows our clients to speak love into the hearts of their families and leaves instructions as to their values and wishes.  A powerful part of this message could include, “Lessons I have learned about money and what I want you to know about the gift you are receiving.” 

This final note is an opportunity to right a wrong that could just never be addressed on this side, or to kindly and gently encourage good behavior.  An example could be, “Johnny, I’m so proud of you for staying clean, and your trust will allow you to keep making great choices and accessing your inheritance every five years.  Keep it up!”

The bottom line is this: Making an impact beyond ourselves can be done without resources by simply being a wonderful person, but the effect is multiplied exponentially with capacity.  Maximize that capacity for your clients by implementing all the above estate planning protections and then add in the following.

Life insurance:   Leveraging a larger death benefit for heirs turning small dollars into BIG tax-free dollars.

Living benefits: (Life Insurance, Annuities, and LTC) Keep the clients in the comfort of their own home and accessible to the family as long as you can while mitigating estate shrinkage as long as possible.  These types of resources can make a huge difference in their care experience, and quality of life towards the end.

Lifetime income that they cannot outlive.  I love Tom Hegna’s idea of creating a paycheck and a “play-check” for life. If we all started working with our clients to designate one check every month for joy, even just $1000 to spend on something fun, to give it to someone to impact their life, to go see a child or grandchild, or whatever.  Can you imagine what a Legacy your clients will be living while they are alive to see and enjoy it?   Give your clients permission to spend! Make it a goal. How about we create lifetime inflation-proof income with all the qualified money and buy a big old life policy to fund the family Legacy?

I guess what I am saying is that if we provide all the protections, spend the right monies at the right times, and do this thing right, the Legacies your clients will leave behind will change the future for generations to come. 

Think about this, why does the name Rockefeller still carry so much sway today?  John D. passed away almost a century ago.  His name and impact is his Legacy.  What’s yours?  

Set Proper Expectations and Place Your Cases

Mia Dempsey, Manager New Business

Life insurance is about protecting the things that are important to your clients. When considering life insurance, you must think about the health of the applicant. An initial review of any adverse risk(s) will help determine insurability and allow you to set proper expectations for your clients.

Want to show a client instantly what carriers may be able to offer based on their build, blood pressure, cholesterol, tobacco use, family history, and/or driving violations? Visit the Life Department page on the Producer Portal and Run a Term Quote. At the bottom of the page select ‘Enter Health Profile’ to access this quick and easy tool.

Have a client with more a complicated risk or multiple risks? Use our Health Screening Questionnaire to complete the initial review to uncover those risks. We have 125+ specific health questionnaires to then assist you with getting all the answers the underwriters will need in order to provide a tentative offer for your client. This is completely confidential for your clients, so if a carrier determines they cannot offer coverage there is nothing added to the clients MIB. The response rate for this deeper dive is only 48-72 hours.

Contact your dedicated case manager today for more details and let us help you get those hard to place life cases approved (888-303-8755)

Why Doesn’t Every Person Own One of These?

Josh VerHoeve, VP Annuity and Life Distribution

What savings and income investment vehicle exists where you are able to save $1,000 a month for ten years, and have that investment pay you back $1,000 a month in income  for the rest of your life, 100%  tax free?* Fixed Indexed Universal Life (FIUL) is the one product that can do that for you. I ask myself constantly, “Why doesn’t every single person own one of these?”

In addition to tax-free income, FIUL as a savings and income vehicle also provides you with a death benefit which would pass on to your heirs 100% tax-free. It also provides additional tax-free living benefits if you get sick with a chronic or terminal illness.

The average top tax rate in the United States the last 100 years, is nearly 60%**. We’ve had periods of time in history with tax rates over 90%. Yes, you read that correctly…90%!  Government spending and the National Deficit have grown at a rapid rate in the year 2020. Given our national debt and our current historic low tax rates, we would be ignorant to not think about taxes increasing in the near future. However, for same reason, savers in America continue to max out their 401(k) contributions. 401(k)s currently hold over $5.5 trillion in assets and make up almost 20% of retirement assets***. This leads me to believe that we are acting differently than we believe. Yes, 401(k)s allow you to save on taxes today, but by doing so you are taking serious risk on taxes in the future. The only time you know how much of your 401(k) belongs to you is when the government tells you how much belongs to them.

So I circle back to my question, “Why doesn’t every single person own one of these”? First, FIUL is not liquid in the early years. You do need ten years or more to make it work well. But, aren’t 401(k)s generally even longer term investments? A 35 or 40 year old saving in a 401(k) cannot access funds until age 59 ½.  Maybe the other answer is that you have to qualify medically. Yes this is true, but with streamlined and accelerated underwriting, medical requirements have become less of a tedious process for an advisor or client. I think the answer to this question is quite simple…Education. Not enough savers are aware of FIUL. When you start your first job out of college, there is a pretty good chance you are introduced to a 401(k), but a much smaller chance that you know what FIUL is. This means it’s our job to educate prospects and clients on how FIUL can secure their retirement income. And since we find ourselves here in September, which is Life Insurance Awareness Month, if there was ever a good time to educate, now is that time. Finding an IUL prospect is the easiest prospect to find. Ask your client one simple question, “Do you contribute to a 401(k)?”. If that answer is “YES” then you are looking at your next sale.

Don’t forget to ask for a Planning Compass tutorial from one of the Asset Life Team Members, which helps you compare 401(k) benefits to that of an FIUL.

*45 Male Std NT saving $1,000 per month for ten years projected tax-free income of over $1,000 per month from age 56 for the rest of their life. Note that at younger ages, the income benefit can be higher, assumes a 6.00% rate of return during savings years and 5.50% during income years, both less than any 10-15-20-30 year historical.


*** Source

Limited Time!! CARES Act Sales Opportunity

Bruce Beaty, RICP, VP Asset Business Consultant

It’s interesting how Life Insurance has evolved into a “multi-tool”.  Most of what we see this month is focused around the most well-known feature of life insurance, which is the death benefit.  However, we have seen life insurance used in a plethora of other applications. Deferred compensation, tax-free retirement, an alternative solution to traditional long-term care, a college funding vehicle, a get-out-of-debt strategy, a store of value, and a creditor protected safe haven.  We have seen uses that allow it to act as a proxy for disability and a wealth transfer vehicle.  We see parents pay premium on kids’ policies and the other way around.  Corporations buy it, business partners buy it, and banks buy it too. We used to even see strangers owning life policies on others.  We see banks lending the premium and companies being the beneficiaries.  So not to beat a dead horse but….

Life insurance is very flexible and can be used to fulfill many visions and goals.  Today we have a new option available designed to help clients get through tough times.  The Cares Act allows our pre-59 ½ clients to pull money out of an IRA or other qualified account and forego the pre-59 ½ ten percent penalty (excise tax). They can also spread the tax impact over three years (or pay it back).  This reminds me of when we could do a Roth Conversion and spread the taxes over three years.  I’ll bet many who didn’t take advantage of that opportunity wish they would have. 

The article, “Have You Opened your Gift from the CARES Act Yet,” by producer, Jay Beattey, explores a new resource that may be available to your clients for a limited time only.  Perhaps it’s time to rectify an overfunded 401(k) situation for your clients, to create a tax-free bucket, and/or to create leveraged death and living benefits?  Looking for a source of funding for a Kai-zen?  This may be your solution.  Ed Slott is calling Life Insurance the new Stretch IRA.  Maybe it time to explore the full range of diverse applications  that the “multi-tool”, known as life insurance, offers, and also time to check out the power of de-funding the over funded 401(k).  You have until 12/31/2020 so don’t wait!  Make sure you explore the Asset Exclusive Planning Compass to assist in comparing your options, or give our knowledgeable life team a call to discuss options and case design for your clients (888-303-8755 x2160). 

New Rules for Illustrations vs. the Real World

Jeffrey Stemler, Sr. VP Advanced Planning

The NAIC has long been charged with providing regulations regarding illustrations that project Life Insurance policies’ potential outcomes. The NAIC is very concerned that illustrations show realistic assumptions as to possible/likely outcomes. For those of us who have been in the industry for a while, we’ve experienced numerous changes and modifications to the illustrations we present. More changes will be going into effect November 25th of this year.

It should be noted that the changes have no effect on how the policies function, just how they are illustrated.  The changes are contained in AG49A and can be summarized as follows:

  • The current spread between illustrated crediting rate and policy loan rate will be decreased from 1% to .50%.
  • All riders/options will still be available including those that provide multipliers, however they will not be taken into account for creating the illustrations.

At this time, these changes will not apply to inforce illustrations.

What does this mean?

For the consumer, anytime you make illustrations more conservative you increase the chances that the projection of possible returns are understated and actual results will be greater.

For the producer, the answer varies. If the producer’s only approach to making a recommendation is to highlight the rate of return, he/she will be disappointed. The projected results for income will be reduced.  How much is not confirmed yet, but a reduction of 45% would seem possible – this is without companies coming out with new products or riders. We know through discussion with carriers, policy changes are on the way that are designed to show increasing payouts, while complying with the AG 49A regulation.

The real question is, how will IULs fit into the real world with other investment choices when we take into account the real threats to our retirement funds.

First we have to identify the key issues:

  • Many economists agree that taxes must be increased because of the National Debt. What is the impact on our retirement due to increased taxes and how do we prepare for this possibility?
  • A standard investment portfolio often contains a mix of stocks and bonds which are subject the gains and losses in the market. Economists point out the sequence of returns has a huge impact in the first few years of retirement. The exposure is not if the market goes up but if it declines. The reason declines can be so devastating is that if you need a “constant” withdrawal amount to meet expenses, you’re cannibalizing your account with no way to replenish the funds because you aren’t working.
  • Another issue that is raising its’ head more often is, the most popular qualified plans – 401(k)s and IRAs cannot accept enough contributions to fully fund a high income earners retirement.

Since illustrated rates are going to decrease significantly, will overfunded IULs still be viable compared to other investment alternatives? The answer is “YES”.

Remember, the product is not changing just the illustrations. Allianz, for example, is working on how to explain the impact of purchasing the 40% multiplier on future income payouts from the policy.

However, to begin the decision process for determining investment choices, this discussion needs to start with comparing each investment’s attributes.

Whole Life InsuranceNon-Qualified Investment PortfolioQualified 401(k)Overfunded IUL
Tax-Deferred GrowthYNYY
Tax-Free DistributionYNNY
Competitive ReturnNYYY
High ContributionsYYNY
Additional BenefitsYNNY
Collateral OpportunitiesYYNY
Safe HarborYNYY
No Loss ProvisionsYNNY
Guaranteed Loan OptionsYNNY
Unstructured Loan PaymentsYNNY
Liquidity, Use and ControlYYNY

Overfunded IUL is the only investment choice that covers all three of the key elements affecting a successful retirement:

  • Taxes upon distribution
  • Losses due to the market
  • Contributions based on how much you can afford

Bottom line, if we stay focused on the issues to be solved, overfunded IUL will continue to be an integral part of retirement income planning.

Allianz FIUL Continues to be a “Stand-Out” on Our List

Josh VerHoeve, Asset VP, Annuity and Life Distribution

If you’ve spoken with anyone on the Asset Life Team over the past twenty years, you will have heard a common message that we’re all big fans of Allianz Life Pro+ Advantage Fixed Indexed Universal Life, along with its previous versions. When choosing an FIUL for your client today, there are so many factors to consider. The product landscape of FIUL has changed so dramatically and so frequently over the past five years that it can be difficult to keep up.  There are many reasons that we put Allianz FIUL at the top of the list, and in this article we’re going to discuss those along with some new enhancements that you may not be aware of.  

The first thing we need to remember when choosing an FIUL carrier is that the company matters. It matters more with FIUL than it does with any other financial product you might offer your client. FIUL sales are lifelong commitments. No one purchases an FIUL without the plan of keeping it for the rest of their life. So which companies can you count on? 

As we look back on policies sold 10, 15, and even 20 years ago, we see that no carrier has treated clients better than Allianz.  About a year ago, Allianz began publishing actual policyholder credits on their FIUL policies. This was in response to the common objection that “you’re illustrating your FIUL too high”. Well if you take a look at the Allianz FIUL Credits you’ll see over 30,000 in-force Allianz FIUL policies were surveyed with an actual client rate of return at 7.19%. I will also note that this 7.19% has only increased over the last year. The PIMCO and the BUDBI II ER Index returns have rarely been less than 10% on anniversaries in the year 2020. We depend on these carriers to realistically project clients’ retirement incomes, and we depend on their renewal rates. Allianz has done it the best. 

You may be aware of a feature that Allianz rolled out almost a year ago called “Index Lock”. Index Lock gives you and your client the opportunity to lock in a gain on their FULL accumulation value before the anniversary date. This means that if you hit 10% three months into the year, you can lock in that 10% on all premium and values. In fact, you can lock in any gain at any time if you wanted to. If you have sold Allianz FIUL policies in the past, log-in to their website and take a look at where your clients are right now.

Click here to view the INDEX LOCK REPORT

The amazing thing about the Allianz BUDBI II ER Index (most chosen allocation), is they have been crediting between 8-16% returns all year long. Even at the end of March when many of us thought the economy may just continue to decline, we saw some double digit returns, not just from the BUDBI Index, but also from the PIMCO Index. Not only did those policies who had anniversary dates in March have double digit returns, but some of those same policies today are already up double digits from March through August of 2020. 

Allianz has one of the best Agent and FMO support systems. If you want a visit from them to better understand their product, let us know and they will be in your office. If you want to set up a Zoom call to help explain something to a client, they will be there. Internal Sales and In-force Support are so important when it comes to FIUL, and Allianz has continued to impress us. 

It’s time to take a look at your book of business with Allianz, and if you haven’t written with them it’s time to start! If you’re curious whether you have a policy that’s in this category, you can check the website, but also know that an Asset Team Member will be reaching out to you soon to have that discussion. Allocations to the PIMCO or the BUDBI ER are in excess of double digit returns over the last six months and this is something to talk to your clients about.  It may not mean that it’s time to lock in every single gain, but it’s certainly time to take a look to see if it makes sense. 

The Asset Life Team is here to answer any questions, run a quote, or just discuss how life policies fit into your clients’ overall plan.  Contact us at 888-303-8755 today!

4 Ways to Enhance your Client Outreach

Sheeva Izadi, Marketing Consultant

As you continue to work through the various obstacles that come with a global pandemic, it is important to remain proactive in maintaining and enhancing your relationship with clients – both current and prospective. At Asset we have continuously worked towards providing you with the solutions you need to persevere.

Here are four ways in which you can continue to enhance and strengthen your client outreach efforts:

  1. Leverage Technology
    Utilizing technology such as educational webinars, BombBomb videos, virtual consultations, and customized email and social media content will place you at the front of clients’ and prospects’ minds. Creating a series of on-demand educational webinars is an efficient way to continue to inform and engage your audience without cutting into your day-to-day.
  2. Evaluate Your Current Book of Business 
    Consider doing a thorough evaluation of your current book of business – look for clients that could benefit from contract adjustments or cases where they should consider a “Plan B” for their retirement. Sending custom messages to your clients will go a long way when they see the effort that you are putting in to make sure they are secure.
  3. Utilize Direct Mail 
    Direct mail isn’t dead! While quite a bit of the communications now a days occurs online, that doesn’t mean that you can’t market through direct mail to webinars or to advertise your firm. Every Door Direct Mail (EDDM) is a great way to target specific areas and get your message into the hands of qualified prospects.
  4. Remind Them You Are Still In Their Corner
    It is essential to continue to check-in on your current database of clients, making sure they know you’re always working towards their best interests. When the market fluctuates and tax rates take a turn, they will look to you for reassurance and solutions. 

We have created multiple resources which can help you accomplish these goals and more. 

Call your Business or Marketing Consultant today to help you implement these tools and enhance your client outreach efforts: 888-303- 8755 

Overcoming the Fear of Commitment

Bruce Beaty, VP Business Consultant

Pandemics aside, getting a commitment to move ahead with product solutions can be difficult, especially when that action involves surrender charge periods or longer timeframe planning commitments, which in some cases can be up to fifteen years.  Throw in a swine flu, COVID, or bubonic plague, and the prospects have yet one more smoke screen that gets in the way of accomplishing their long-term objectives. 

While many will use money markets or even an AUM approach to optimizing liquidity for life’s “what ifs”, that approach can often leave certain boxes unchecked for our end user clients.  Examples could include no guaranteed lifetime income, no living benefits for health triggered expenses, no tax-free benefits, lack of safety, lack of leverage, lack of crackers (time to get crack a lackin’).  You get the idea!

So what to do?  It’s times like these when I’m reminded of the resilience and innovation of our industry.  Today’s environment is screaming for a solution that already exists.  It’s called a return of premium rider.

Katie Hsieh, product specialist extraordinaire at Asset, shared with me that EquiTrust offers great product solutions for both life and annuity cases that feature ROP riders on each side of the fence.  So which one should you use?  Why not both?  You might as well hit a home run with clients and address solutions for both their “live on money” and their “leave on money”… the two financial brothers that always compete against each other.  Help your clients overcome that fear of commitment and put some checkmarks in boxes that will accomplish their objectives TODAY. 

We’ve attached illustrations for both solutions and our team would be happy to prepare a custom illustration that addresses any state specific variations.   Make sure to call for assistance with your next case design.  We look forward to the opportunity of collaborating with you!


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